Who we are:
Motive empowers the people who run physical operations with tools to make their
work safer, more productive, and more profitable. For the first time ever,
safety, operations and finance teams can manage their drivers, vehicles,
equipment, and fleet related spend in a single system. Combined with industry
leading AI, the Motive platform gives you complete visibility and control, and
significantly reduces manual workloads by automating and simplifying tasks.
Motive serves nearly 100,000 customers – from Fortune 500 enterprises to small
businesses – across a wide range of industries, including transportation and
logistics, construction, energy, field service, manufacturing, agriculture, food
and beverage, retail, and the public sector.
Visit gomotive.com [http://gomotive.com] to learn more.
ABOUT THE ROLE:
We are looking for a high performing frontline Sales Manager in SaaS, to lead a
team of Account Executives in the Mid-Market Sales segment. This is a tremendous
opportunity to join a high-performing sales division, in a fast-paced,
high-performing company, in an industry that is rapidly expanding.
About the Mid-Market Segment:
Motive has three segments: SMB, Mid-Market, and Enterprise. Mid-Market is
defined as any company with a total fleet size of between 50-149 vehicles. The
AE’s have approximately 1-5 years of quota carrying experience, or they were
recently promoted from the SDR/BDR org and are in a closing role for the first
time. The sales process involves a technical win, oftentimes with a
hardware/software trial (POC). The AE’s are paired with Sales Engineers
throughout the sales cycle, and the Account Management team owns the
relationship post-close. There are currently 11 RSMs with roughly 7 AE’s per
RSM. The organization is based on account sets and round robins, not geographic
territories.
The ideal candidate will have a proven track record hiring, managing, scaling
and optimizing SaaS sales teams to consistently perform at or above quota. This
candidate will report directly to a Director of Emerging Mid-Market and will be
part of the tight-knit Mid-Market Sales Leadership team, managed by the VP of
Sales.
What You'll Do:
- Meet or exceed monthly and quarterly quota targets
- Interview, hire, ramp and develop new talent to scale the organization
- Coach, up-level and support tenured AE’s to drive consistent,
high-performance
- Ensure diligent execution of the sales processes
- Accurately forecast your team’s monthly and quarterly performance
- Identify opportunities for improvement and surface risk to plan achievement
- Collaborate with peers and cross-functional teams to improve internal
processes (ie. SDR, SE, CSM Leadership, The Partners Team, Marketing, Sales
Enablement, Product, Deal Desk)
WHAT WE'RE LOOKING FOR:
- 2-3+ years experience as a frontline sales manager, directly managing Account
Executives in Software and/or Software/Hardware Sales
- Identify areas of opportunity, recommend solutions, take ownership of
implementation and/or project management if in another dept’s domain
- Demonstrate a deep understanding of the business by sharing insights, the
root causes behind changes in KPI’s, the frequency and impact of these root
causes and your recommendations to double down or course correct as needed
- Exhibit a competitive mindset, always striving for success
- Receptive to feedback, willingness to learn and embrace continuous
improvement
- Knows what results are important, and focuses resources to achieve them
- Keenness and quickness in understanding and dealing with business situations
- Transportation or Logistics experience preferred - this can be removed*
- Strong experience with Salesforce or other CRM and sales technologies for
forecasting, pipeline management, and sales acceleration
- Bachelor's Degree required
Creating a diverse and inclusive workplace is one of Motive's core values. We
are an equal opportunity employer and welcome people of different backgrounds,
experiences, abilities and perspectives.
Please review our Candidate Privacy Notice here .
[https://drive.google.com/file/d/1Uh_lKr15Zt3OGONfI6pgA3XfAqQHk5ww/view?usp=sharing]
UK Candidate Privacy Notice here
[https://docs.google.com/document/d/1AQa2vtWiDxhlMSsKaqrGYk4z8KQaZBdr/edit?usp=sharing&ouid=116247032705400627631&rtpof=true&sd=true].
The applicant must be authorized to receive and access those commodities and
technologies controlled under U.S. Export Administration Regulations. It is
Motive's policy to require that employees be authorized to receive access to
Motive products and technology.
LI-Remote
